Senior Relationship Manager, Pac Rim Division

BMO•Los Angeles, CA

14d

About The Position

BMO is seeking a Senior Relationship Manager to join its Pacific Rim Division. This role involves building and growing a portfolio of commercial clients with strong connections to Pacific Rim markets. The ideal candidate will possess a proven sales track record, a robust COI network, and strong commercial credit expertise to identify opportunities, structure complex lending solutions, and deliver exceptional client experiences. Experience working with Pacific Rim clients and an understanding of cross-border business needs and cultural nuances are highly preferred. The role facilitates growth for the Bank through business development and management of key client relationships, maintaining an outstanding record of significant revenue generation from sales and syndications. The Senior Relationship Manager acts as an escalation point for complex client issues, employing strategic problem-solving to resolve conflicts and maintain strong client relationships. They will structure complex deals, secure credit approvals, and collaborate with internal stakeholders and external partners to optimize revenue. The position involves developing new business by contacting prospects and clients, and cross-selling Bank products and services, including credit, trust/investment, and cash management. Responsibilities include reviewing loan applications and cash management service agreements for accuracy and alignment with risk management standards, developing market strategies aligned with business goals, identifying opportunities, and expanding client portfolios. The role also involves identifying key market segments, leveraging industry trends for business growth, and representing the bank at industry forums and conferences. Engagement with senior leadership and cross-functional teams is crucial for aligning strategies, addressing client needs, and driving holistic business solutions. Reporting on team performance, client satisfaction, and market trends to senior executives is also a key aspect. The Senior Relationship Manager will build and maintain strong long-term relationships with high-value and strategic clients, offering strategic advice on financial solutions and ensuring exceptional service. They will structure deals, secure credit approvals, negotiate high-value transactions, and identify cross-selling opportunities. Analysis of market trends, client industry developments, and competitive positioning will inform client solution strategies. Collaboration with internal teams is essential to define products, solutions, and strategies. The role involves identifying share of wallet opportunities and leveraging analysis tools to grow a portfolio that exceeds ROE thresholds, with proactive evaluation of client returns. Adherence to regulatory requirements, internal controls, and compliance policies is mandatory. The focus is primarily on the business/group within BMO, with potential for broader enterprise-wide focus. The role provides specialized consulting, analytical, and technical support, exercising judgment to solve problems within given rules, and handling non-routine situations independently. Broader accountabilities may be assigned as needed. The role requires taking measured risks while protecting the bank by applying the Risk Management Framework, making sound and risk-informed decisions aligned with business strategy, protecting assets, and adhering to applicable policy documents, laws, and regulations.

Requirements

7+ years of relevant experience in Relationship Management, Account Management or Portfolio Management in a corporate or similar segmented banking environment with sales metrics is preferred.
Bachelor’s degree required; Business Administration, Finance and Accounting preferred.
Any other related discipline or commensurate work experience considered.
If a Credit Qualifiable role, Credit Qualifications and associated credit knowledge and skills according to the credit portfolio requirements and qualification standards.
Deep knowledge and technical proficiency gained through extensive education and business experience.
Advanced level of proficiency: Product Knowledge
Advanced level of proficiency: Regulatory Compliance
Advanced level of proficiency: Structuring Deals
Advanced level of proficiency: Portfolio Management
Advanced level of proficiency: Credit Risk Assessment
Advanced level of proficiency: Project Management
Advanced level of proficiency: Customer Service
Advanced level of proficiency: Problem Solving
Advanced level of proficiency: Negotiation
Advanced level of proficiency: Customer Relationship Building
Expert level of proficiency: Financial Analysis

Nice To Haves

Experience working with Pacific Rim clients and an understanding of cross‑border business needs and cultural nuances are strongly preferred.
Bilingual proficiency in Mandarin, Cantonese, Vietnamese, Korean, or Japanese.

Responsibilities

Build and grow a portfolio of commercial clients with strong connections to Pacific Rim markets.
Maintain an outstanding and continuous record of significant revenue generation from sales and syndications.
Act as an escalation point for complex client issues, using strategic problem-solving to resolve conflicts and maintaining strong client relationships.
Structure complex deals and secure credit approvals, working with internal stakeholders and external partners to optimize revenue.
Develop new business by contacting prospects and clients, and by cross-selling Bank products and services that include credit, trust/investment and cash management.
Review loan applications and cash management service agreements, ensuring accuracy, completeness, and alignment with the bank's risk management standards.
Develop market strategies to align with business goals, identifying opportunities, and expanding client portfolios.
Identify key market segments and leverage industry trends to drive business growth and expand the client base.
Represent bank at industry forums and conferences, leveraging insights on trends, competition, and emerging products to drive strategic decision-making.
Engage with senior leadership and cross-functional teams to align strategies, address client needs, and drive holistic business solutions.
Prepare reports on team performance, client satisfaction, and market trends for senior executives, providing insights and recommendations for strategic adjustments.
Build and maintain strong long-term relationships with the bank’s high-value and strategic clients, providing strategic advice on financial solutions and ensuring exceptional service and partnership.
Structure deals, secure credit approvals, negotiate high-value transactions, and identify opportunities for cross-selling.
Analyze market trends, client industry developments, and competitive positioning to inform client solution strategies and optimize client satisfaction.
Work closely with internal teams and stakeholders to define products, solutions and strategies that best fit clients’ needs.
Identify share of wallet opportunities.
Leverage analysis tools to nurture and grow a portfolio that exceeds ROE thresholds and evaluates client returns on a proactive basis.
Ensure adherence to regulatory requirements, internal controls, and compliance policies in all aspects of relationship management, mitigating risk and maintaining service standards.
Provide specialized consulting, analytical and technical support.
Exercise judgment to identify, diagnose, and solve problems within given rules.
Work independently and regularly handle non-routine situations.
Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.